Director, New Business Development – Education

• Drive statewide growth across K–12 and Higher Education markets, expanding Shaw Commercial's market share and presence throughout California.
• Identify, pursue, and win net-new business with school districts, colleges, universities, and public-sector education stakeholders.
• Develop and execute strategic account plans focused on districts and institutions where Shaw has limited penetration or significant growth opportunity.
• Lead complex sales pursuits involving cooperative purchasing agreements, contracts, funding cycles, bid processes, and public-sector procurement requirements.
• Leverage and promote education-focused purchasing vehicles such as Sourcewell, OMNIA, CMAS, and other cooperative contract programs to simplify purchasing and accelerate business outcomes.
• Establish executive and senior‑level relationships with facilities leaders, operations leaders, procurement stakeholders, school administrators, higher education decision‑makers, and key influencers across the education ecosystem.
• Serve as the education segment subject matter expert for Shaw Contract and Patcraft across California.
• Coach, mentor, and develop each brand's Account Executives by modeling successful education‑focused selling strategies, participating in customer calls, and helping accelerate their growth in the segment.
• Partner closely with regional sales leaders, segment leadership, brand leaders, and Account Executives to align growth initiatives and execute education market strategies.
• Build, manage, and forecast a robust pipeline of strategic opportunities using Salesforce and other business tools.
• Analyze market opportunities, identify emerging districts and institutions, and create long‑term growth strategies that expand Shaw's footprint across California.
• Represent both Shaw Contract and Patcraft brands while strengthening relationships with end users, influencers, dealer partners, and the broader commercial interiors community.

Requirements

• Bachelor's degree and 5+ years of successful business development, sales, or strategic account management experience, or an equivalent combination of education and experience.
• Ability to travel up to 30% throughout California.
• Proven experience selling into K–12 Education, Higher Education, public sector, government, institutional, or other complex contract‑driven environments.
• Demonstrated success prospecting, developing, and closing net‑new business opportunities.
• Experience navigating public procurement processes, cooperative purchasing agreements, contracts, funding mechanisms, and competitive bid environments.
• Strong consultative selling skills with the ability to influence decision‑makers and build relationships across multiple stakeholder groups.
• Experience leading through influence in a matrixed organization.
• Demonstrated ability to coach, train, mentor, or develop other sellers.
• Strong strategic planning, account development, and opportunity management capabilities.
• Proficiency using Salesforce CRM or similar sales management tools.

Core Competencies

Demonstrates expertise in K–12 and Higher Education market growth strategies, with a strong focus on business development, strategic account management, and consultative selling. Proven ability to build relationships with key stakeholders and navigate complex public procurement processes.

Highest-signal resume keywords

• Business Development
• Strategic Account Management
• Consultative Selling
• Public Procurement Navigation
• Salesforce CRM Proficiency

ATS Optimization Keywords

Hard Skills

• Business Development
• Strategic Account Management
• Sales Strategy Development
• Opportunity Management
• Public Procurement Processes
• Cooperative Purchasing Agreements
• Contract Negotiation
• Bid Process Management
• Market Analysis
• Sales Forecasting

Soft Skills

• Relationship Building
• Influencing Decision-Makers
• Coaching and Mentoring
• Consultative Selling Skills

Industry Keywords

• K–12 Education
• Higher Education
• Public Sector
• Government Contracts
• Institutional Sales
• Complex Contract Environments

Tools & Technologies

• Salesforce
• Business Management Tools
• Cooperative Contract Programs